Tue Jun 19 10:35:27 CEST 2012LissabonEMACPower Shift Paradox in Retailer-Manufacturer Negotiations:
How to Take Advantage of the Channel Power Shift?20122012 Negotiation contributed_talk speech Power Shift Paradox in Retailer-Manufacturer Negotiations:
How to Take Advantage of the Channel Power Shift?http://www.bibsonomy.org/bibtex/2423907aee1cde5dcab52d7523b1a650f/rwagnerrwagner2012-06-19T10:33:54+02:002012 Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Zulauf">Katrin Zulauf</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>2012</em>)

Mon Sep 20 10:20:39 CEST 2010GFA2010 in ViennaSeptemberDoes Increasing Bargaining Power Lead to Inefficient Negotiation Results?20102010 Negotiation contributed_talk speech Increasing attention in channel management is devoted to the power shift in the supply chains. Several
studies focus on the reasons for the power shift rather than highlighting the consequences for the manufacturer-
retailer relationship. A mutual benefit will be achieved by implementing formal procedures in
real-life negotiations to improve the results. Our study relies on a modified Issue Authority procedure.
Previous empirical studies report women as being less effective negotiators than men. We combine both
research fields and analyze how to overcome obstacles if negotiators stick strictly to their utility-based
procedures.
In our experiment with 72 negotiators, we consider the influence of gender in the light of bargaining power
and assess efficiency achieved by utilizing the modified Issue Authority procedure. Differences in power
allocation turn out to have a significant impact on negotiation success. In scenarios with substantial
differences in bargaining power, particularly female and mixed dyads failed to achieve a mutually satisfactory
result.
We learn that female negotiators rely on their bargaining power, rather than systematically improving
mutual utilities whereas male dyads negotiate on a consistently high, but still inefficient level. In the light
of these differences, we argue that bargaining power does not compensate for insufficient negotiation
skills or efforts. On the contrary, unbalanced bargaining power decreases the likelihood of success.Does Increasing Bargaining Power Lead to Inefficient Negotiation Results?http://www.bibsonomy.org/bibtex/2a4a7cbfdff995bdc16842de01d23e063/diekatdiekat2010-09-20T10:19:44+02:00Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Bloch">Katrin Bloch</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>September 2010</em>)

Mon Sep 20 10:19:44 CEST 2010GFA2010 in ViennaSeptemberDoes Increasing Bargaining Power Lead to Inefficient Negotiation Results?2010Negotiation contributed_talk speech Increasing attention in channel management is devoted to the power shift in the supply chains. Several
studies focus on the reasons for the power shift rather than highlighting the consequences for the manufacturer-
retailer relationship. A mutual benefit will be achieved by implementing formal procedures in
real-life negotiations to improve the results. Our study relies on a modified Issue Authority procedure.
Previous empirical studies report women as being less effective negotiators than men. We combine both
research fields and analyze how to overcome obstacles if negotiators stick strictly to their utility-based
procedures.
In our experiment with 72 negotiators, we consider the influence of gender in the light of bargaining power
and assess efficiency achieved by utilizing the modified Issue Authority procedure. Differences in power
allocation turn out to have a significant impact on negotiation success. In scenarios with substantial
differences in bargaining power, particularly female and mixed dyads failed to achieve a mutually satisfactory
result.
We learn that female negotiators rely on their bargaining power, rather than systematically improving
mutual utilities whereas male dyads negotiate on a consistently high, but still inefficient level. In the light
of these differences, we argue that bargaining power does not compensate for insufficient negotiation
skills or efforts. On the contrary, unbalanced bargaining power decreases the likelihood of success.The Influence of Bargaining Power on Success in Negotiationshttp://www.bibsonomy.org/bibtex/20839741e3e3d7f52ccba3793004dd1c2/diekatdiekat2010-09-20T10:09:50+02:00Negotiation contributed_talk speech <span class="authorEditorList"><a href="/author/Bloch">Katrin Bloch</a>, and <a href="/author/Wagner">Ralf Wagner</a>. </span>(<em>June 2010</em>)